Davis’ “no problem” solutions are the result of hard work,
industry knowledge and connections; understanding client needs;
and leveraging the marketplace to her clients’ advantage.

“When I was new to my job, Charmaine carried me — she educated me and helped me
understand this field,” said one higher education client.

“More recently, when an earthquake damaged buildings on campus, caused a gas leakand left one building shuttered, Charmaine and her Marsh team walked us through thislarge, complex claim. She spent many, many extra hours on this, and there were never anyfees or charges — just total support.”“Her advice is perfect,” said another client. “I would recommend Charmaine to anyone.”The client added that Davis was able to renegotiate their high-premium workers’ compcoverage into a unique risk solution — a program that provided them with chargebackmoney, ultimately saving them around $200,000. “That savings is because of Charmaine,”he added. “She used her ingenuity to make that happen.”“Nothing fazes Charmaine,” said another client whose wildlife conservation programrequires charter flights to remote locations. She said Davis introduced them to a riskmanagement program that helps enterprise-wide, allowing them to focus on their mission.

Every school district wants to allocate funds to its core purpose:educating students. Tyler LaMantia helped school district membersof the Prairie State Insurance Cooperative (PSIC) in Illinois do justthat — and more. Working closely with PSIC and its executive board,LaMantia developed a multi-year plan to protect the pool’s financesby mitigating risk with proactive claim management and losscontrol, while keeping member deductibles low and retentions stable.PSIC members also improved risk management using a three-pronged loss controlprogram LaMantia helped implement, resulting in fewer claims. Members received on-siteloss control strategies targeted specifically at their risk needs and online loss-control trainingfor all school district employees. Additionally, he educated them about cyber risks, leading tothe decision to make cyber-threat coverage part of their package rather than an add-on.

“Tyler and the team literally built a better mouse trap,” said Dave Cratty, finance manager,
Special Education Association of Peoria County. “Tyler’s dedication to and knowledge of the
education sector, particularly in K to 12, is so strong. There might be someone out there who
knows as much as him, but it’s hard to imagine anyone who knows more.”

In 2017, PSIC declared an equity return of more than $700,000 to its member school
districts while maintaining a low-deductible structure — with no increases to property, auto
or general liability deductibles. They also closed out 2009/2010 and 2010/2011 policy year
claims, which typically were taking 10 or more years to settle.

One of Shelly Levine’s education clients had an important but
unplanned call in just a few hours. So he emailed her for some
advice. Could she spend some time going over their policy to prep
him? Of course, she said. But she did one better. Within the hour
Levine was on campus and ready to take the call with her client.

“That’s the kind of customer service we get from Shelly. She’ssuper-responsive in addition to being knowledgeable, analytical and a strong negotiator.”One client said Levine’s knowledge and negotiating skill enhanced their coverage whiledecreasing their costs.

“Shelly conducted an analysis of our coverage, which resulted in us gaining millions of dollars
in additional coverage, two or three new lines of coverage and a couple of enhancements — all for
the same or less premium cost than we had been paying,” said the client.

When an education client challenged Levine to help them enhance their enterprise risk
management (ERM) she took the time to get to know the school’s culture with an eye on
every operational detail.

The school wanted faculty, staff and students to play a role in ERM but was struggling with
how to include students who already had packed schedules.

“Shelly changed the conversation. Instead of a club or another meeting for the kids around
ERM, she laid out a process that students use to make decisions. The new process integrated ERM
into what they were already doing. Students make policy around real problems we face.”

What’s that line about “the best laid plans?” Many of us have had
something important — and costly — go wrong. For students
studying abroad, such a disruption can affect academic progress
and derail chances for a meaningful learning experience.

Chris Lueders of Gallagher came up with a risk solutionfor this problem at a major university. Their director of riskmanagement explained: “We had no mechanism in place to provide student refundsif study abroad trips needed to be cancelled. There are sometimes concerns aroundinternational travel or specific travel advisories or bans that we follow for student safety.“Chris worked very hard and was instrumental in putting together a trip cancellationpolicy and insurance product — the first one we had and the first one I am aware of in themarket. Now this product is mandatory for our students embarking on study abroad trips.”This client had a complicated placement with moving and storing library books. Theproperty carrier wasn’t competitive, so Lueder explored options and got coverage for thebooks under a cargo policy for a great price. The client added, “We’ve had some othersticky or 11th hour placements, but I’ve never felt placed on the back burner by Chris — shealways makes us feel like we’re her most important client.”

Roberto SantiagoVice PresidentMarsh, New York

Securing Hard-to-Get Coverage

Football and its relationship with traumatic brain injury ( TBI) have
been in the news of late, but the reality is that this risk exists in
other areas, too. Sports such as ice hockey, rugby, soccer and even
cheerleading carry TBI risks, explained Evelyn Wilson, director of
purchasing and vendor relations, Salem State University.

The number of carriers willing to write coverage is limited.

Salem State University and fellow members of a Massachusetts-based college consortium
bought coverage together — until their carrier drastically altered coverage by attaching a
participant injury waiver and a neurodegenerative injury exclusion to all their accounts.

They faced an uphill battle; but they didn’t face it alone. They turned to Roberto Santiago
of Marsh to give them the home-team advantage.

Santiago faced a triple challenge: Find a replacement insurer, find it in a limited
marketplace and convince the insurer to write the unique program structure the
consortium members needed to operate athletics programs and protect students.
Santiago conducted an extensive search without breaking a sweat. The result was a
program that covered TBI at a very competitive price.

“Roberto has a very deep knowledge about higher education,” said Wilson. “His
analysis is always in-depth, and he works very closely with us and other members of the
consortium. He’s responsive, his customer service is excellent and we could not be happier
with him.”

James SheweyClient and Sales ExecutiveRCM&D, Glen Allen, Va.

One Size Does Not Fit All

Life on a college campus is rarely dull. Consequently, neither is life
as a campus risk manager. But RCM&D’s James Shewey is helping
to create risk solutions that leave everyone involved breathing a
little easier.

Steve McAllister, vice president for finance and administration,Washington and Lee University, had handled a lot in his tenure.Then the dance program told him that they wanted to do a spring semesterperformance off the side of a campus building. Not to worry. Just call James.“We called James, and he worked closely with the carrier, the dance program, the rigcompany and everyone else to coordinate all the needs and make sure we were covered.James knows that insurance is not a one-size-fits-all box for us, and he is flexible in hisapproach and in managing both liability and perception of liability,” said McAllister.Shewey also helped the Washington and Lee team with emergency management planningand drills. “James helped our internal team plan and hold these emergency drills in real time.Afterward he evaluated the drills and made recommendations to us,” said McAllister.

Pat McCann, CFO, the University of Virginia Foundation, said James is a 10 out of 10 in
customer service, industry knowledge and risk solutions.

“We have a lot of real estate,” McCann noted. “And James has been very strategic in how
he structures that coverage, so we get the right coverage at a fair price. He’s also brought in
experts at no cost to us to advise us on risk management issues. He is exceptional.”